Publication
Title
Inducing cooperative behavior among proselfs versus prosociales: the moderating role of incentives and trust
Author
Abstract
This study investigates how an individuals social value orientation (SVO) interacts with explicit cooperative incentives on one hand, and intrinsic and extraneously induced trust on the other hand, to affect cooperative behavior. In three experiments, subjects (n = 322) played a one-shot prisoners dilemma (PD; with weak cooperative incentives) and an assurance game (AG; with strong cooperative incentives) in conditions with or without trust signals. The authors found, as expected, that cooperative behavior is strongly spurred by explicit incentives, but not by trust, among people with a proself value orientation. Conversely, trust is very important to enhance cooperative behavior of participants with a prosocial value orientation, whereas explicit incentives are less important compared to proselfs. The authors conclude that this study reveals two fundamentally different logics of cooperative behavior: one based on extrinsic incentives and the other on trust.
Language
English
Source (journal)
The journal of conflict resolution : research on war and peace between and within nations. - Beverly Hills, Calif., 1957, currens
Publication
Beverly Hills, Calif. : 2010
ISSN
0022-0027 [print]
1552-8766 [online]
Volume/pages
54:5(2010), p. 799-824
ISI
000281796600006
Full text (Publisher's DOI)
Full text (publisher's version - intranet only)
UAntwerpen
Faculty/Department
Research group
Publication type
Subject
Affiliation
Publications with a UAntwerp address
External links
Web of Science
Record
Identification
Creation 04.05.2010
Last edited 11.09.2017
To cite this reference